Manages partnerships for selected partners within territory/region, through them drive enterprise market adoption of integrated and joint solutions as well as go to market strategies, thereby achieving assigned new bookings and new logo and revenue growth objectives for the company.

Responsibilities 

Partner Account Management 

• Identifies and establishes regular senior level executive connects. Additionally, leverages Equinix executives to develop 1:1 senior level relationship paving way for long term success

• Ensures the designation and alignment of Executive sponsors 

• Identifies and manages relationships with senior sales, presales, and practice leaders in target accounts to drive thought leadership and adoption of Platform Equinix

• Influences partner’s roadmap and strategic practice development on Equinix to build targeted product and sales strategic that help grow field sales engagement and pipeline

• Leads / works with Equinix channel and field sales teams on sales opportunities, both reactive (RFP based) as well as proactive land and expand opportunities to meet quarterly and annual booking   objectives

• Provides weekly, quarterly and annual forecasts as per set company practices 

• Monitors and provides updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters

• Prioritises opportunities for short- and long-term pursuit to achieve assigned sales objectives

• Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans

Partner Development

• Engages partner and Equinix cross-functional team members, such as Sales Leadership, Business Development, Solutions Architects, and Product Management, and field sales organization, in the definition of initial related joint value propositions and formulation of account plans and joint business plans

• Participates in Joint Business Planning 

• Has oversight of joint funnel

Go-To-Market 

• Responsible for Go To Market (GTM) Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training 

• Establishes Sales Rules of Engagement and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits 

• Engages Channel Marketing and coordinates development of go-to-market strategies at a global, regional, and country level

• Enables and supports regional and country level partner sales managers in the development and execution of local GTM and first deal strategy 

• Responsible for GTM Execution including but not limited to pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs 

Cross-Functional Collaboration 

• Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfilment and Support, Sales Operations, Operations, and Data Center staff 

• Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment 

• Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution 

• Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan 

• Leverages executive sponsors appropriately 

Negotiation

• Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible

• Partners with sales leadership to present at regional/global deal review

Communications 

• Tailors message and partner pitch to partner company on how partnering with Equinix can help to grow their business 

• Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with Equinix 

• Expertly articulates business value of joint value proposition with Equinix 

• Internal Collaboration 

• Develops and communicates Partner Account Plans with all relevant internal stakeholders both within the Global Channel organization as well as cross-functional resources supporting the account

• Conducts regular team meetings to facilitate collaboration and knowledge sharing among the team members supporting the account 

Qualifications ·

• + 7 years of sales experience preferably in partner account management role preferred

• Bachelor's degree preferred